How Long Should You Wait After You Deliver A Proposal By Email Before You Contact Prospect?

Typically you should not e-mail any proposal unless you have reviewed it with the prospect first. I know with today's technology it's easy to send proposals in this fashion, however a proposal loses much of its value if we as sales people don't present the information in a convincing way. That being said, if you do review the proposal with them over the phone or in person and then e-mail/hand over the proposal to them typically you will be asking a trial close trying to get them to either object to it or buy it. If they indicate that the proposal is fine but they need to "talk with other decision makers" or need to "think about it" then ask them when will they be making the final decision on the proposal. Call them back on that date. Also if you do get the “I need to talk with other decision makers” try to speak with them as well. You should never let another sell your product.

Now if you have not asked the "when will a decision be made" question then the day after sending the proposal through e-mail, call the prospect to see if they got it, could open it, and ask them if they can review the proposal with you on the phone either now or at a later date. If they have already reviewed it and don't have any questions, make a point to highlight a few line items that you thought where important to them and try to engage them in a conversation or set a time to talk with them. After this conversation ask a trial close to get a decision or get the "Call back date" if they are not ready or willing to decide at this time.

Technology is awesome but a sales professional is still needed to build value in any proposal and to get a prospect to take action.

Article Source: http://www.content.onlypunjab.com

Rob Fouts is a small to mid-sized business marketing expert and a business-to-business sales trainer. He is the facilitator of www.AskaSalesQuestion.com where sales professionals get advice on their situational sales questions and receive continuous sales training on every aspect of the sales process. Rob specializes in helping smaller to mid-sized private businesses compete in major industries with marketing focus, a driven company culture and creating an effective sales process.

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